Masters of Sales (Google eBook)

Front Cover
Entrepreneur Press, Aug 1, 2007 - Business & Economics - 301 pages
4 Reviews
Sold!

The magic word. The holy grail.

Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can’t even get their foot in the door?

For the first time, more than 70 of the most successful salespeople in the world have come together to reveal their secrets to success. You’ll learn what makes these outstanding sellers true masters of their craft—and how you can adapt the masters’ tactics for your own.

Learn Martha Stewart’s secrets to promoting yourself as an expert.
Discover the 11 key questions to ask from Harvey McKay.
Get Anthony Parinello’s advice on selling to CEOs.
Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson.
Find out Brian Tracy’s secrets on the psychology of selling.

Bursting with valuable advice from Jack Canfield, Anthony Robbins, Keith Ferrazzi, Tom Hopkins, Al Lautenslager and more than 60 other masters of the art of selling, this exclusive compilation of the best sales strategies ever known puts you on the fast track to sales success.
  

What people are saying - Write a review

Masters of Sales

User Review  - Not Available - Book Verdict

Reunited co-editors Misner and Morgan (Masters of Networking) return with a collection of vignettes from successful businesspeople who know how to sell, sell, sell, from Martha Stewart and Tony ... Read full review

Review: Masters of Sales: Secrets From Top Sales Professionals That Will Transform You Into a World Class Salesperson

User Review  - Catrina - Goodreads

Alot of different views rolled into one book. I liked it alot! Read full review

Selected pages

Contents

The Master of Sales Attitude Aligning Your Inner Self with Your Outside Personal Image
1
DIRECT SELLING
3
DEVELOPING HABITS OF A MASTER OF SALES
11
WHAT EVERY SUCCESSFUL SALES PROFESSIONAL NEEDS TO KNOW
15
THE ABUNDANT SALES PERSON
19
SOCIAL CAPITAL + QUALITY CAPITAL SELLING MORE
22
THE ART OF MONUMENTAL SALES
26
MASTERING THE MINDSET
28
SALES IN THE DESERT
152
FIRST READ THE BUYING SIGNALS THEN SELL BY FORMULA
155
KNOWING YOUR GEMS LEADS TO MASTERFUL SELLING
159
QUALIFYING THE BUYER IS A FOCUSING PROCESS
163
BE FIRST WITH MOTIVATED BUYERS
166
SOME TIPS OF THE TRADE
171
Sales Systems
177
WHY MAKE ALL THE MISTAKES WHEN WE CAN LEARN FROM OTHERS?
179

PERSISTENCE PAYS OFF
31
THE OCEAN OF SALES
33
Selling Goals vsLife Goals Pssst Theyre Related
37
SET AND ACHIEVE ALL YOUR SALES GOALS
40
FROM MICKEY MOUSE TO CRUISE SHIPS
46
HELP ENOUGH PEOPLE
49
SETTING THE STAGE FOR SALES SUCCESS
52
CREATING A COMPELLING FUTURE
54
ITS IN THE BHAG
59
PRACTICE THE RULE OF 5
61
Getting Clients Prospecting the Old Way to the New
65
COLD CALLING IS WELL COLD
67
MASTERING TELEPHONE TERROR
70
GETTING FROM ZERO TO SALES HERO
73
PERSIST AND SET HIGH EXPECTATIONS
76
THE SHORTEST SALES PITCH
79
TEACHING YOUR CUSTOMERS HOW TO REPLACE THEMSELVES
81
GIVING REALLY DOES LEAD TO RECEIVING
85
CONSTANT CONNECTIONS
87
PROMOTE YOURSELF AS AN EXPERT
91
Speak to be Heard and Hear to Know How to Speak
95
SUPERNATURAL SELLERS
97
SELLING IS EASY WITH COUSINS
100
EARNING THE RIGHT TO BE HEARD
103
ASK THE RIGHT QUESTIONS AND WIN THE SALE
106
UPFRONT SELLING
109
YOUR BODY SPEAKS VOLUMES WHATS IT SAYING?
111
DO YA WANNA BUY?
114
Relating to Your Corporate Clients
119
SELLING TO CORPORATE ACCOUNTS
121
FACETOFACE WITH YOUR PROSPECT
124
THE FIVE KEYS TO WORKING WITH VITO THE VERY IMPORTANT TOP OFFICER
131
THE MYTH OF 7 38 55
137
GAINING A UNIQUE INSIGHT INTO YOUR CLIENT COMPANY
140
CELEBRATE THE SMALL WINS
144
The Buyers Perspective
149
A CAUTIONARY TALE
182
FROM PRACTICE TO THEORY
185
GET INVITED TO PRESENT
188
THE MOST EFFECTIVE PRODUCT DEMONSTRATION PROCESS EVER
192
SALES DYNAMO THROUGH SUGGESTIVE SELLING
196
SELLING BY HELPING PEOPLE BUY
199
HOW DONALD TRUMP MADE 1 MILLION IN AN HOUR
203
SELFMANAGEMENT IS KEY TO GETTING THE SALE
208
The Virtual Salesperson Online Selling Technologies
213
HOW EBAY CHANGED THE WAY WE BUY AND SELL
215
SELLING IN THE AGE OF THE VIRTUAL CUSTOMER
217
A MAGIC FORMULA FOR SELLING ON THE INTERNET
221
Handling Objections
225
FIVE WAYS TO TURN RESISTANCE INTO OPPORTUNITY
227
LESSON ON CLOSING AFTER THE NO
231
ELEVEN QUESTIONS TO ASK YOUR PROSPECT
233
HANDLING OBJECTIONS THE EASY WAY
237
MUG YOUR COMPETITION IN THE HALL
239
A CHECKLIST FOR SUCCESS
241
Relationship Selling All the Rage or Just a Fad?
247
WILL WORK FOR FOOD
250
SHY PEOPLE CAN SELL TOO
253
BASEBALL AND THE ENEMY WITHIN
256
THE TRUTH ABOUT RELATIONSHIP SELLING
260
REALLY
263
YOURSELF
267
Closing the Customer Its in the WOW Factor
271
DELIVERING THAT PERSONAL TOUCH
273
WOW YOUR WAY TO INCREASED SALES
276
SEARCHING FOR LARRY GATLIN
279
GOING AGAINST THE GRAIN
283
SELLING DELL BY WAY OVERDELIVERING
286
Conclusion
291
Index
295
Copyright

Common terms and phrases

Bibliographic information